Digital Transformation Success: Swire Coca-Cola
How eBest's SFA, DMS, DSD, and TPM solutions revolutionized Route-To-Market operations for Coca-Cola's 5th largest bottling partner Download the Case StudyCoca-Cola’s 5th Largest Bottling Partner
Swire Coca-Cola is the fifth-largest bottling partner of The Coca-Cola Company, holding exclusive rights to produce, promote, and distribute Coca-Cola products across extensive territories in Greater China, Cambodia, Vietnam, Thailand, Laos, and the Midwestern United States.
The company offer over 230 different beverage options across more than 60 brands, including sparkling drinks, waters, teas, juice drinks, and sports drinks. Their portfolio include iconic brands like Coca-Cola, Sprite, Fanta, Minute Maid, and Costa Coffee. Working closely with The Coca-Cola Company, Swire Coca-Cola collaboratively develops brands and executes market strategies while managing production, promotion, and sales within their exclusive marketing territories.
The Challenge
Primary business challenges in their route to market operation
- Delayed order processing and fulfillment
- Data entry errors and inconsistencies
- Limited visibility into real-time sales performance
- Inefficient route planning and customer management
- No integration between field operations and headquarters
Generating sales reports was a technical, time-consuming process requiring specialized knowledge and multiple system interactions.
The Solution
Integrated Digital Ecosystem
eBest implemented a comprehensive digital transformation solution that reimagined Swire Coca-Cola’s field operations through an integrated SFA (Sales Force Automation) platform, unified with DMS (Distribution Management System), DSD (Direct Store Delivery), and TPM (Trade Promotion Management) capabilities.
AI-Powered Intelligence
The system delivers personalized order recommendations for different clients through generative AI, big data, and advanced algorithms. What previously required technical expertise and cumbersome navigation can now be accomplished with natural language commands.
This AI-driven approach has transformed how Swire Coca-Cola interacts with data, making complex analytics accessible to all employees regardless of technical background.
The Results
Improvement in Execution Efficiency
Frontline Sales Personnel Equipped
%
Real-time Data Accessibility
in Single Store Sales
eBest Mobile has helped the bottling organization:
End-to-end digitalization for the entire Route-To-Market process
Quantify and minimize the cost per effective store visit
Increase the average numbers of SKUs per order
Improve product availability across various markets
Empower field sales force to sell smarter with AI enablement
Effectively track, manage, and coach sales reps to improve individual performance based on KPIs
Accelerate user training and implementation with one SFA tool that is 80% standardized and 100% frontline focused
Dual Growth: Volume & Efficiency
Digital transformation directly delivered dual growth in sales volume and operational efficiency. With real-time data feedback, sales representatives can immediately address display issues without waiting a week for adjustments, doubling execution efficiency.
Data-driven product selection and distribution have driven sustained sales growth at core retail points, with improvements in market execution scores directly translating to revenue growth.
Retail Outlet Deep Cultivation
After achieving extensive retail coverage, increasing per-store sales became the strategic focus. Through precise customer analysis, Swire Coca-Cola now implements customized service policies for different retail points:
- Community stores receive high-frequency replenishment support
- Supermarkets benefit from customized display guidance
- Convenience chains get tailored promotion strategies
- Specialty retailers obtain niche product recommendations
This granular approach has transformed Swire Coca-Cola’s field operations from blanket coverage to precision retailing.
“We believe that the new generation of SFA will definitely help our business development to a higher level and faster growth. Thank you all for your support of the new generation SFA!”